Senior Solutions Engineer, Majors, Philadelphia or Pittsburgh at Cloudflake

East Portal Distributed Camping Area, Colorado, United States -

Full Time

Start Date

Immediate

Expiry Date

16 Apr, 26

Salary

0.0

Posted On

16 Jan, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Acumen, Technical Understanding, Pipeline Management, Forecasting, Account Engagement, Solution Selling, Complex Sales Cycle Navigation, Technical Acumen, Customer-Centric Approach, Collaboration, Continuous Improvement, Networking, Interpersonal Communication, Negotiation, Closing, Consultative Sales

Industry

Computer and Network Security

Description

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Available Location: Philadelphia or Pittsburgh About the Role We are seeking a highly motivated and experienced Account Executive to join our Sales team. In this role, you will be responsible for driving significant growth by managing and expanding a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a strong blend of sales acumen and technical understanding, enabling them to engage effectively with both technical and non-technical buyers across all levels, from C-suite executives to senior technical decision-makers. As an Account Executive, you will demonstrate proficiency in foundational sales activities, including accurate forecasting, proactive pipeline management, and consistently meeting or exceeding attainment targets. You will be instrumental in helping customers understand the value of our products and services, articulating how they address specific needs and impact customer objectives. This role requires the ability to understand customer network architectures, map relevant Cloudflare Solutions Plays for successful platform sales, and drive digital innovation within your assigned territory. What You'll Do Drive Revenue Growth: Develop, execute, and maintain a comprehensive territory and account plan to consistently achieve and exceed quarterly sales targets and annual quotas. Pipeline Management & Forecasting: Proactively build and manage a robust sales pipeline by leveraging various sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound). Maintain accurate forecasts and report on the status of new and expansion opportunities. Strategic Account Engagement: Cultivate long-term strategic relationships with key accounts, acting as a trusted advisor to ensure customer adoption, retention, and expansion. Network across different business units to identify and engage new divisional buyers and multi-thread within organizations. Solution & Platform Selling: Understand customer network architectures and effectively map relevant Cloudflare Solutions Plays to drive successful platform sales. Articulate compelling value propositions for Cloudflare services, demonstrating how our solutions work together to solve specific business initiatives and accelerate digital transformation. Complex Sales Cycle Navigation: Expertly manage longer, complex sales cycles, including comprehensive contract negotiations. Drive commercial outcomes by running a consistent sales process and establishing jointly owned timelines with customers. Technical Acumen: Leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion. Engage effectively with technical professionals and communicate the value of Cloudflare's platform, including Cloudflare One and the Connectivity Cloud. Customer-Centric Approach: Deliver a premium business experience to customers through solutions-oriented selling, empathy, proactiveness, and urgency to deliver value. Understand customer goals and objectives, analyzing where Cloudflare can add value. Collaboration & Teamwork: Work proactively and collaboratively with Solution Engineers, Channel Account Managers, and other cross-functional teams to manage customer opportunities, share key customer feedback, and improve the overall customer experience. Actively seek to assist the team, share knowledge, and extend your personal network to foster collective success. Continuous Improvement: Embrace curiosity to learn and grow, leveraging insights to improve outcomes. Actively participate in team meetings, deliver GTM guidance, and share useful themes to help the team understand what worked and did not work. Examples of Desirable Skills, Knowledge, and Experience 6+ years of proven experience selling technology solutions in a B2B model, with a minimum of 3+ years selling to large enterprise accounts ($1B - $25B+ in annual revenues). Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets. Expert Sales Acumen: Proficient in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies. Strong understanding of computer networking and "how the internet works", with proficiency in Cloud Networking and Security Technology. Technical background in engineering, computer science, or MIS is a plus. Ability to lead a multidisciplinary team over a long-term account horizon and effectively identify key players in organizations to convert business issues into solutions. Exceptional interpersonal communication skills (verbal and written), with the ability to build meaningful relationships quickly and confidently engage in business-level outcome conversations with the C-suite. Self-motivated with an entrepreneurial spirit, comfortable working in a fast-paced, dynamic environment, and possessing the discipline to work without instant gratification. Proficiency in sales and business software and systems (e.g., Salesforce, Tableau, G-suite, MSFT suite). Bachelor's degree required. Ability to travel as required to engage with key customers and internal teams. Language Skills: What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

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Responsibilities

Drive revenue growth by managing and expanding a portfolio of enterprise-level clients while strategically acquiring new logos. Cultivate long-term relationships with key accounts and effectively communicate the value of Cloudflare's products and services.